The Whetstone Group, Inc. - Working the Sales Cycle

Working the Sales Cycle

Purpose: This session helps professionals understand what the sales cycle is, how it works, and how to effectively deal with it to bring sales opportunities to closure.

Who should attend: Anyone with responsibility to sell services for the firm.

Duration: 4.0-6.0 hrs depending on group size

Agenda:

Sales vs. marketing - there is a difference
Responsibilities of sales person
The sales cycle and how to make it work to close business with clients or prospects
Prospecting
- - Three potential methods of prospecting
Needs assessment
- - Developing high gain questions
Proposed solutions
- - Yes vs. No or Us vs. Them
Move to decision
- - Features vs. benefits
- - Create urgency
- - Motivation
- - Competitive difference
Closing
- - Dealing with objections
- - - - No time, no trust, no money, no need, no interest, no authority
The sales call - how it should go
Step-by-step through how an ideal sales call should go
The proposal document
Outline the documents presentation

Contact info@thewhetstonegroup.com today to see if our consultants are available for your next event.

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